G银行是我国首批组建的股份制商业银行之一，近年来银行业之间的竞争越发激 烈，这些竞争归根到底是人才的竞争，人才是重要的无形资产也是企业生存发展的基 础和源泉。在今天人才争夺日益激烈的环境中，薪酬管理作为人力资源管理重要的组 成和我国商业银行运营管理的关键，又是招人留人保持高效率工作，提高核心竞争力 的重要手段之一，完善有效的薪酬管理可以刺激员工的潜能，进一步完善人员配置， 这对于银行的发展有积极意义。 本文结合薪酬满意度的相关理论，应用问卷调查法的基础上结合文献研究法、访 谈法、理论实证结合法等多种研究方法，以G银行信用卡营销中心信用卡销售人员的 薪酬满意度为研究对象，探讨G银行信用卡销售人员对薪酬的满意程度，了解影响其 薪酬满意度主要的因素。具体研究内容如下：第一，总结分析与薪酬满意度相关的薪 酬概念与基本理论，确定薪酬满意度调查的维度、调查指标及调查分析方法；第二， 根据实际走访调查G银行信用卡营销中心，聚焦信用卡销售人员，从薪酬制度、薪酬 水平、薪酬分配、薪酬提升和福利水平的维度着手，全面深入的调查其信用卡销售人 员的薪酬满意度的真实情况；第三，经过整理问卷，统计调查结果并进行分析，对于 问卷的信度和效度进行检验，最后利用定量的分析方法分析G银行信用卡销售人员薪 酬满意度的五个维度与其薪酬满意度之间的关系；最后，结合G银行信用卡营销中心 的战略发展目标和实际经营情况，提出优化其薪酬管理的改进方案，希望可提升该企 业信用卡销售人员的薪酬满意度。 根据对G银行信用卡营销中心销售人员对薪酬满意度的实地调查结果，结合该企 业当前的运营情况分析，员工的薪酬管理问题主要包括：薪酬制度激励效果欠缺、薪 酬提升激励性缺乏、薪酬分配公平性偏弱、薪酬水平对比性偏低、福利制度完善性缺 乏。使用统计方法计算分析可知，薪酬管理的五个维度与薪酬满意度之间存在相关性。 因此，G银行信用卡营销中心应针对销售人员薪酬管理中存在的问题，结合显著的各 项影响因素，提出有针对性和可行的优化改进建议，为充分提高信用卡销售人员的薪 酬满意程度，增强员工工作稳定性。 关键词：销售人员；薪酬满意度；薪酬制度 论文类型：应用研究 II ABSTRACT G Bank is one of the first joint-stock commercial banks established in China. In recent years, the competition among the banking industry has become increasingly fierce. These competitions are ultimately the competition of talents. Talents are important intangible assets and the basis and source of survival and development of enterprises. In today's increasingly fierce competition for talents, salary management, as an important component of human resource management and the key to the operation and management of commercial banks in China, is one of the important means of recruiting people to maintain high efficiency and improve their core competitiveness. Effective salary management can stimulate the potential of employees and further improve staffing, which has positive significance for the development of banks. Based on the theory of salary satisfaction, this paper combines the literature research method, the theoretical empirical combination method and other research methods on the basis of the questionnaire survey method, and takes the salary satisfaction of the credit card sales staff of G Bank Credit Card Marketing Center as the research object. Bank credit card sales staff satisfaction with pay, understand the main factors affecting their salary satisfaction. The specific research contents are as follows: First, summarize and analyze the salary concept and basic theory related to salary satisfaction, determine the dimensions of salary satisfaction survey, survey indicators and survey analysis methods; second, according to the actual visit survey G Bank credit card marketing center, Focus on credit card sales personnel, starting from the dimensions of salary system, salary level, salary distribution, salary improvement and welfare level, comprehensively and in-depth investigation of the real situation of the salary satisfaction of credit card sales personnel; third, after sorting out the questionnaire, statistical survey results And analyze it, test the reliability and validity of the document, and finally use the quantitative analysis method to analyze the relationship between the five dimensions of the satisfaction of G bank credit card sales staff and its salary satisfaction; finally, combined with G bank credit card marketing The center's strategic development goals and actual business conditions, analysis and propose an improvement plan to optimize its salary management, hoping to improve the salary satisfaction of the company's credit card sales staff. According to the field survey results of the salary satisfaction of sales personnel of G Bank Credit Card Marketing Center, combined with the current operation analysis of the company, the salary management problems of employees mainly include: lack of advanced 西南科技大学硕士学位论文 西南科技大学硕士学位论文 III salary system, lack of incentives for salary increase, fairness of salary distribution. Sexual weakness, low pay level contrast, and lack of perfection of the welfare system. Using statistical methods to calculate and analyze, there is a correlation between the five dimensions of compensation management and salary satisfaction. Therefore, the G Bank Credit Card Marketing Center should provide targeted and feasible optimization and improvement suggestions for the problems existing in the sales staff compensation management, combined with significant influencing factors, in order to fully improve the satisfaction of credit card sales staff and enhance employees. Work stability. Key Words：Salesperson； Salary satisfaction； Salary System Paper Type:：Applied Research 西南科技大学硕士学位论文 IV 目 录 第1章 绪论 ........................... 1 1.1研究背景及意义 ............ 1 1.1.1研究背景..................... 1 1.1.2 研究意义.................... 1 1.2主要研究内容 ................ 2 1.3研究方法 ....................... 3 第2章 文献综述 ................... 4 2.1薪酬满意度的概念 ........ 4 2.2关于薪酬满意度的理论 4 2.3关于薪酬满意度的维度 5 2.4关于薪酬满意度的影响因素 ........................ 5 2.5关于销售人员的薪酬满意度 ........................ 6 2.6文献评述 ....................... 6 第3章 概念与理论 ............... 7 3.1相关概念 ....................... 7 3.1.1薪酬 ......................... 7 3.1.2薪酬满意度 ............. 7 3.2基本理论 ....................... 8 3.2.1激励理论 ................. 8 3.2.2薪酬管理理论 ......... 9 第4章 G银行信用卡业务及销售人员薪酬体系 ............................. 11 4.1 G银行信用卡营销中心概况 ...................... 11 4.2 组织架构与人力资源情况......................... 11 4.3信用卡销售人员薪酬体系 ......................... 14 4.3.1基本工资 ............... 14 4.3.2 月度奖金 .............. 15 4.3.3绩效考核提成 ....... 16 4.3.4福利与保险 ........... 16 第5章 G银行信用卡销售人员薪酬满意度调查 ............................. 17 5.1调查背景与目的 .......... 17 5.1.1调查背景 ............... 17 5.1.2调查目的 ............... 17 5.2问卷设计 ..................... 18 5.2.1问卷设计方案 ....... 18 5.2.2问卷测量维度选择 18 5.2.3指标选取 ............... 18 5.3问卷的发放与回收 ...... 19 5.3.1问卷的发放 ........... 19 5.3.2问卷的回收 ........... 19 5.4问卷的信度和效度检验 ............................. 20 5.4.1问卷的信度 ........... 20 目录 V 5.4.2问卷的效度 ........... 21 第6章 G银行信用卡销售人员薪酬满意度调查结果分析 .............. 22 6.1薪酬满意度总体情况 .. 22 6.2薪酬满意度的维度分析 ............................. 22 6.2.1薪酬制度满意度 .... 22 6.2.2薪酬提升满意度 .... 23 6.2.3薪酬分配满意度 .... 24 6.2.4薪酬水平满意度 .... 25 6.2.5福利水平满意度 .... 26 6.3薪酬满意度影响因素分析 ......................... 27 6.3.1薪酬制度与薪酬满意度的关系............ 27 6.3.2薪酬提升与薪酬满意度的关系............ 28 6.3.3薪酬分配与薪酬满意度的关系............ 29 6.3.4薪酬水平与薪酬满意度的关系............ 29 6.3.5福利水平与薪酬满意度的关系............ 30 6.4 薪酬管理存在的问题及原因分析 ............. 31 6.4.1薪酬制度激励效果欠缺 ....................... 31 6.4.2薪酬提升激励性缺乏 ........................... 32 6.4.3薪酬分配公平性偏弱 ........................... 32 6.4.4薪酬水平对比性偏低 ........................... 33 6.4.5福利制度完善性缺乏 ........................... 34 第7章 G银行信用卡销售人员薪酬方案改进